Lucas
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Door-in-the-Face Technique
- Published
- June 30, 2026
- Duration
- 8:32
- Summary source
- description
- Last updated
- Jul 5, 2026
Discusses In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the door-in-the-face techni…
Summary
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the door-in-the-face technique—a persuasion tactic where you start with a large request that gets rejected, then follow with a smaller, more reasonable one. They explain the psychology behind it, including the norm of reciprocity and perceptual contrast, and walk through real-world s…
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Show notes
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the door-in-the-face technique—a persuasion tactic where you start with a large request that gets rejected, then follow with a smaller, more reasonable one. They explain the psychology behind it, including the norm of reciprocity and perceptual contrast, and walk through real-world sales scenarios: asking for a meeting before a demo, suggesting a premium package before a standard tier, and negotiating price. They also discu